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Key Takeaways:
- Scarcity in fundraising often begins as a nervous system response to uncertainty—like being behind goal or a donor going quiet—and can drive behaviors such as chasing, over-following up, and pitching too soon, which donors experience as pressure.
- Maryanne’s Donor Flow Framework (Awareness → Interest → Connection → Action) emphasizes moving people at their natural pace; scarcity wants to “skip ahead” to the ask, while flow means meeting donors exactly where they are and offering the next natural invitation.
- Shifting from pushing to curiosity, pitching to connecting, and chasing to inviting creates conditions where donors lean in rather than pull back, because they feel understood, sovereign, and not treated like ATMs.
- Sustainable fundraising grows from confidence, connection, and influence—trusting the value of your work, understanding what matters to donors, and creating conditions for movement—supported by intentional mindset practices like mantras about time and money that keep you out of scarcity loops.
"Not responding is a response."
"Scarcity tries to manufacture movement. Influence creates the conditions for movement, and that is my whole life's work in that sentence: creating conditions for movement."
"Sustainable fundraising doesn't come from pushing harder. It comes from creating the conditions in which donors naturally want to move closer."
- Maryanne Dersch
Reference:
Scarcity Donor Flow - https://drive.google.com/file/d/1F1Q-Lbp1BQ5bklAsNqAf92zScepjBBOF/view?usp=sharing
Ask for and receive all you want need and deserve without feeling rejected, ineffective, or pushy. Learn to manage your mindset, lead yourself and others more effectively and have the meaningful conversations that drive your most important work.
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